SDR Manager

Summary of Role You will lead, coach and scale a high-performing team of Sales Development Representatives (SDRs) at the intersection of traditional outbound sales and AI-driven strategy. Your team is the top-of-funnel engine that books qualified meetings for Execo's global clients, and you own the results end to end. As a "bilingual" leader, you are equally comfortable on a live cold call with a rep and inside a dashboard explaining why connection rates dropped last week. You run the daily operating rhythm of the team, build and refine the outbound playbook, and act as the strategic advisor and main point of contact for the clients your team represents. This is a hands-on, player-coach-minded role. Expect to spend most of your day with your reps, in your data, and in front of clients, not in meetings about meetings. Working hours: Our clients are primarily US-based, so this role works US business hours. Depending on where you are located, this may mean evening or overnight shifts. Please only apply if you can commit to this schedule. Your Impact & What You'll Do Lead & Coach: Mentor and develop a team of SDRs through daily call reviews, live call shadowing, role-plays, skill workshops and weekly 1-on-1s. Give reps specific, same-day feedback on openers, discovery questions, objection handling and email copy so they consistently exceed meeting and pipeline targets. Build the Playbook: Design, test and optimize multi-channel outreach sequences across email, phone and social (LinkedIn). Own the messaging library, call scripts, objection-handling guides and personal research for each client, and keep them aligned with Marketing and Sales. Pipeline Strategy & Execution: Work with each client to define the ideal customer profile (ICP), target account lists and qualification criteria. Make sure every meeting your team books meets the agreed standard and is handed off cleanly to the client's Account Executives. Analyze Performance: Track and manage team and rep-level KPIs, including activity volume, connect rates, reply rates, meetings booked, meetings held, show rates and pipeline generated. Use the data to forecast results, spot underperformance early and improve team efficiency. Own Client Relationships: Act as the main point of contact for each client account. Run weekly check-ins and monthly or quarterly business reviews, presenting data-backed progress, insights from the market and strategic growth plans. Process, Tech & AI Optimization: Standardize best practices and drive adoption of the CRM, sales engagement platforms and AI tools. Use AI for research, list building, personalization and call analysis so reps spend more time in real conversations. Onboard Talent: Build and run training programs that get new hires to full productivity quickly, with clear ramp milestones, certifications and shadowing plans. Hire & Grow Careers: Partner with Talent to interview and hire SDRs, and build a clear career path that prepares top performers for senior SDR, team lead and Account Executive roles. Market & Competitive Intelligence: Turn what reps hear on calls into insight. Feed objections, competitor mentions and buyer trends back into messaging, targeting and client strategy. Why You'll Thrive at Execo Management Experience: 3–5+ years of experience directly managing SDR/BDR teams in a B2B SaaS environment, with a record of teams that consistently hit or beat quota. US Market Experience: Proven experience running outbound into the US market, with a strong understanding of US buyers, business culture and sales norms. Multi-Region Leadership: Experience selling into or managing teams across multiple regions and time zones. This is a requirement, not a nice-to-have. US Hours Availability: Able to work US business hours on a consistent, full-time basis. Outreach Expertise: Proven track record of building cold outreach strategies across phone, email and social, and coaching early-career reps to success. You can still pick up the phone and show a rep how it's done. Coaching Skills: A structured, hands-on coaching style built on call reviews, role-plays and clear, actionable feedback. Tech Savvy: Highly proficient with CRMs (Salesforce/HubSpot) and sales engagement platforms (Outreach/Apollo), and curious about using AI to make outreach faster and more relevant. Analytical Polish: Strong ability to turn raw funnel data into actionable insights, forecast accurately, and present results confidently to external stakeholders. Client Presence: Comfortable owning client relationships, running business reviews and pushing back with data when a strategy needs to change. Ownership Mindset: You thrive in a fast-paced, results-driven environment, manage multiple clients and priorities at once, and hold yourself and your team accountable. Bonus Points Experience in an outsourced sales, lead generation or agency environment, managing outbound programs for several clients at once. Hands-on use of AI sales tools for research, personalization, call intelligence or workflow automation. Experience with LinkedIn Sales Navigator, ZoomInfo, Gong or similar prospecting and conversation intelligence tools. A history of promoting SDRs into Account Executive or leadership roles. Tools You'll Use Salesforce and HubSpot (CRM), Outreach and Apollo (sales engagement), LinkedIn Sales Navigator (social selling), and AI tools for research, personalization and call analysis.